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I’ve always been a loyal New York Giants fan. Big Blue, as us New Yorkers call them, has always been a model professional sports franchise. The team has succeeded by focusing on leading through commitment to excellence and going about business the right way. In 2004, the franchise was in a desperate position. They were … Read More »

Imagine that, with just a name and address, you could immediately know a customer’s exact credit score and all the information about their open auto loans, including exact payment, payoff, and interest rate as soon as they enter the showroom, go on your website, or visit any of your social media feeds. Do you think … Read More »

As the sales and F&I processes are morphing from a traditionalist (paper) documentation of the processes to a modernist (digital) documentation, it is helpful to step back to see where the change is taking place. The battle between a modernist and a traditionalist is evident in the world outside of automotive retailing. For example, the … Read More »

When reading automotive industry publications, among the great articles about effective processes and success stories, we unfortunately often find headlines concerning another dealership or group that is being pursued legally for deceptive practices. I have worked one-on-one with dealers for many years. Among them I have found some of the most gifted entrepreneurs our economy … Read More »